Top 20 Tactics

10 Negotiating Tips to Help Close

Negotiating is not a one-time event, but instead a process. As a result, it is necessary to devote a suitable amount of thought and dedication to each component. For example, you will likely spend the bulk of the time involved in the negotiation process preparing for the negotiation. This should consist of analyzing the situation …

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The Stages of the Negotiation Process

We negotiate all the time, without even realizing it. In fact, human beings begin negotiating when we are small children, negotiating with our parents when we want something we know we shouldn’t have, or with a friend or sibling that has a toy we covet. As we grow, of course, these negotiations become more complicated. …

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18 Proven Sales Tactics That Work in Any Industry

Developing a strong sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete and grow. Sales professionals must learn how to implement proven sales tactics that work. These sorts of sales tactics do more than just help them to close individual sales; they help to …

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Identify Types – Know What Kind of “Difficult” You’re Up Against

Before you meet with a person, you should do a little homework. Making identification an automatic habit will help ease this step and better your skills. First do some research to learn about the person and their background, reputation, and even quirks. The more you know about the person before you meet him or her, …

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The Bluff

The Bluff is the single most difficult tactic to identify. It occurs when the other side says things such as: “I have no room to move”; “That is the best I can do” or “I have a competitive bid that is 20% cheaper.” Most people trust that the other side is telling them the truth …

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Withdrawal

Recall when you were a young child gathered with your friends.  You’re all in deep discussion about what game you’ll play together.  Timmy suggests dodge ball, Susie offers a board game, and you too like the board game idea.  Thus, your and Suzie’s democracy votes board game, while Timmy angrily refuses.  Eventually, Timmy gives you …

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Monetary Concession

People may use three types of tactics to make you concede your pricing.  They may start with “Give me a ballpark price;”  “You have to do better than that;” and “Let’s Split the Difference.”  Each of these is difficult to handle, and when combined throughout a discussion of price, they can create a “triple-whammy.” Let’s …

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